Director - Automotive - Mercedes Benz (Passenger Cars)

The Director will be responsible to conceptualize, setup and active functioning of the dealership of Passenger Cars of Mercedes -Benz brand with a key focus on leading the overall financial, sales, service and parts operational performance of the business by maximizing the opportunity and create market share for the brand through meticulous sales and after sales planning, product mix, strategic marketing and seamless processes.

This role will focus on overseeing the daily operational tasks of the brand by leveraging the use of the Autoline and other systems with a key objective to articulate the vision and strategy, monitor and meet department targets, accelerate the growth rate and popularity of the brand in the market.

Roles and Responsibilities:

Strategic Planning

• Develop long-term business plans in collaboration with concerned stakeholders to achieve the overall business strategy of growing revenue, margins and operating income, managing cost, and working capital.
• Devise strategies and business plans to explore business opportunities to acquire market share.
• Propose pricing strategy and margins on various models and their variants for the market.
• Prepare annual budgets for all verticals, monitor actual department performance against budgeted figures and take suitable corrective action to meet overall department goals.
• Prepare market research data with key focus on competitor data and benchmark to initiate aggressive strategies for swift growth opportunities.
• Continually develop new accounts and product offerings while strengthening the set product lines and distribution channels.
• Review and implement new core operations processes ensuring operational excellence.
• Recommend business expansion requirements based on progressive growth of brands in the market
• Foster strong relationship management with MBCME – Dubai and Daimler – Germany to collaborate on strategic and operational projects

Operational

• Assign performance targets based on departments revenue, CSI/ NPS scores and other measures and benchmark data for various channels
• Responsible for the full P&L responsibility for sales of new, used cars and fleet, service, body shop, spare parts, and administration across all branches
• Monitor market trends, potential as well as competitor activities and strategize business plans accordingly.
• Monitor performance by working closely with all operations teams and ensure excellence in the operations in aspects related to achieving performance goals and customer satisfaction
• Coordinate with all concerned for inputs on competitor activity, data on CSI scores and Mystery Shopper data, rollout of salesman & service advisor competitions and other market research initiatives
• Promote inter-departmental coordination with Sales, Service, Parts, & Accessories departments to leverage upon inter-departmental synergies towards achieving business objectives; ensure effective communication with all departments
• Review and approve design of sales and after sales processes and control systems and conduct periodic reviews of the same to improve and monitor department performance
• Maintain excellent client relationships with key ministry personnel and key customers and ensure sustained client satisfaction
• Monitor and manage customer satisfaction index scores and take corrective action based on customer feedback and related input from all concerned.
• Conduct regular meetings with team members to monitor their respective performance against budgeted plans and plan corrective action
• Monitor TAT (Turnaround time) and set required KPIs to aid the reduction of TAT from order to delivery.
• Monitor and audit discounts updates and movement of special sales units to make sure all authorizations are being used as per the process and SOPs
• Manage and monitor full responsibility for the parts operation for multiple sales branches and the warehouse
• Strategize the pricing and product range as well as create transparency and segmentation of the customer structure in the Parts department.
• Understand the DRS requirements and ensure compliance standards are always met
• Drive the lead management initiatives to elevate and maximize sales

Marketing

• Plan and implement marketing activities (Vehicle launches, promotions, campaigns, schemes, upselling, Public Relations etc.) and ensure successful implementation of the same
• Set and Manage Annual, Quarterly & Monthly Budgets
• Conceptualize the annual marketing calendar and events schedule in line with new products launches, seasonal sales, service, and parts offer
• Serve as the brand Ambassador and ensure CI guidelines are met

Inventory Management & Logistics

• Ensure stock management and the stock availability of all models and parts in line with the demand by ordering the right quantity whilst making sure aged stock is cleared prior to ordering new stock.
• Finalize ordering schedule for different models and their variants in line with key stakeholders and factors such as prices for different variants, other plans and market movements etc.
• Review stock analysis and engage with the ordering team to ensure required stock quantity
• Review allocation of units to ensure maximum stock utilization and reduce TAT
• Ensure compliance with all legal requirements and manufacturer-related specifications (e.g. stocktaking).

Reporting

• Review monthly and yearly sales and after-sales targets in line with the budget by model for the brand. Prepare forecasts as per models and brands.
• Review and analyze monthly and yearly gross margin performance by models.
• Monitor and aid in the preparation of incentive calculation whilst ensuring 100% adherence.
• Review the incentives and suggest improvements/changes for the mix of the right model mix. Develop sales and after-sales scenarios with profitability objectives.
• Review data analysis reports to assist with the changes required in strategic planning.
• Review the Monthly and Weekly Market Intelligence report with highlights of risks and opportunities. Make recommendations on promotions as per market studies.
• Review and monitor the dashboards to measure the marketing expenditure. Make recommendations for improvements.
• Track and provide gross margin achievement monthly to the Senior management

People Management

• Responsible for annual manpower planning exercise with the HR department to align with annual targets & business plans
• Set up the team roles and hierarchy structure required for the brand.
• Lead, motivate and support team members to deliver business efficiently.
• Take hiring decisions for all personnel required for the team.
• Provide team members with necessary information regarding set targets, incentive plans and performance parameters/measures on which their performance shall be appraised and evaluate them on the same.
• Identify individual training needs; provide development inputs based on performance reviews for direct reports and approve staff training needs for rest of sales and after-sales personnel ensuring that the team members are suitably trained on the same.
• Recommend salary increases and promotions for positions for team members.
• Agree on clear performance objectives and regularly review performance for all direct reports.
• Finalize all teams’ incentive scheme with HR & Finance department; ensure effective scheme communication amongst all eligible employees and propose necessary changes in scheme specifics if required.

Educational Qualification

• Bachelor’s degree in business administration / or related field.

Experience

• Minimum experience of 18 - 25 years’ experience in similar role
• Automotive experience and knowledge with franchisee environment
• Prior experience of independent P&L responsibilities
• Previous sales and after-sales operational role are a must

Skills

• Leadership & Decision-making skills
• Strong knowledge of sales and aftersales process structure and marketing process and associated technology
• Strong analytical skills to provide accurate reports
• Ability to manage the daily operation in smooth running
• Ability to mentor staff in process and SOPs
• Strong relationship management skills
• Outstanding personal and facilitation skills
• Strong quantitative and analytical skills to ensure accurate budgeting, setting targets and forecasting
• Must understand & Interpret Financial Statements
• Exposure to Automotive ERP systems – Autoline
• Proven track record in commercial management, strategy development, and P&L responsibility
• Exposure to relevant laws (e.g., warranty law) as well as country-specific legal provisions (e.g., main inspection/exhaust emissions inspection, safety inspection, and accident prevention regulations)

Job Remarks

• Preferred Language: English
• Job Country: Kuwait
• Duty Shift / Timings: One Shift / 8:00 am to 5:00 pm